Celebrate small wins to prevent sales burnout

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In a recent DePaul University study, sales organizations reported that the average employee turnover costs their company $97,690.

Of course, there are many factors that influence turnover, but in the world of sales, burnout in particular plays a huge role.

For example, my friend Stephanie Green worked as a customer service advocate at Verizon for three years, which required both sales and support. She told me that after she got burned out, she simply stopped trying to work.

“I literally started using any old excuse as a good enough reason to miss work and stopped genuinely caring about doing more than the bare minimum or making sure my clients were more than just barely satisfied,” Stephanie says.

Celebrate small wins to prevent sales burnout
“Burnout is spreading like wildfire in sales teams,” writes Steli Efti, one of our “ 9 Sales Superstars to Follow on Twitter Today .” That means it’s important to catch burnout early to prevent it from spreading.

Sales is hard work, but burnout is not inevitable. Sometimes burnout is caused by hiring the wrong person. But that's not always the case.

More likely, you could reward your sales reps more benefits of using the uae phone number list effectively for a job well done.

As a sales manager, one of the most effective steps you can take to prevent sales burnout is to reward small wins.

Sales managers who take the time to celebrate small wins ultimately have happier, more productive reps who are less likely to churn.

Below, we'll look at how it works and hear the unvarnished truth from burned-out sales reps. We'll also ask and answer three key questions to help you learn from other managers' mistakes and keep your reps happy, retained, and growing.

3 Questions to Ask Yourself to Prevent Sales Burnout
People hate losing more than they like winning.

To illustrate this persistent psychological quirk, Steli Efti cites a study by Dr. Kahneman, who uses the example of a coin toss . “I’m going to flip a coin,” Kahneman tells his class. “If it comes up tails, you lose $10.”

Kahneman then asks his students how much they would have to win to gamble. On average, students said they wanted to know they could win twice as much as they could lose before even thinking about placing a bet.

What does this have to do with sales? According to a recent DePaul University survey, sales reps failed to meet 42% of their quotas.

That's a lot of waste. And the reps hate it.

Nate Masterson, Marketing Manager for Maple Holistics , recently told me:

"In my experience, sales require a lot of production and sometimes little reward. This environment requires a strong support system to complement what can sometimes seem like a sterile environment."

A DePaul University study shows that not having quotas correlates with a 26.9% turnover rate for inside sales (25.7% for outside sales). And half - yes, you read that right - of sales rep turnover is due to resignations, which are caused (mostly) by burnout.

Sales reps love to win almost as much as they hate to lose. You can use this to your advantage by identifying small wins and celebrating those moments. But if you've never done this before, it can be difficult to know where to start.

You may have questions about what a “small win” looks like and what rewards are best for preventing burnout. Let’s see if we can stop them.

[yadaysrdone]

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